The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Set specific prospecting goals. Set specific prospecting goals.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. Step 1: Interrupt the normal pattern You already know how busy your prospects are, so getting to the point quickly is vital. Let’s see how.

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales . Likewise, for prospecting.

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95

Sales 2.0

AUGUST 17, 2014

I had registered to listen to a webinar. The content of the webinar seemed very “Sales 2.0″ The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. “You signed up for our webinar on xxx. ″ to me. Impressive.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Mr. Inside Sales

AUGUST 31, 2016

After a while though, prospects stopped returning voice mail and turned their attention to email. Register Now for Mike’s All New Webinar: “5 Proven Techniques That Get Your Calls Returned” this Thursday, September 15th, at Noon Pacific / 3PM Eastern]. In our free webinar, you’ll find out what that is!

Webinar Metrics 125

Webinar Metrics How To Call-back Guarantee 125

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. What does that say about your team’s prospecting prowess? This does, however, explain why prospecting is so challenging for most sales teams. The dreaded gatekeeper. This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Score More Sales

MAY 8, 2011

Gain Ways to Enjoy Prospecting and Donate to Japan. 5 Ways to Have Fun Successfully Prospecting for New Revenues. The price of this webinar is just $5.00, and all of the proceeds go to the Japanese Tsunami Relief Fund. Link to Lori’s Webinar. What are the top 3 ways to have fun while prospecting for new business?

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

Zoominfo

DECEMBER 23, 2020

As the heart of any data-driven company, your database helps sales and marketing professionals understand prospects in-depth, improve segmentation, pinpoint audiences,, and convert more leads. This is where content marketing comes in — contact information from newsletters, webinars, customer feedback, etc. Improve Your Data Quality.

Ideal Customer Profile 245

Ideal Customer Profile Data B2B Webinar Metrics 245

Hubspot Sales

JUNE 20, 2018

According to HubSpot’s 2018 State of Inbound report, 40% of salespeople report getting a response from prospects is more difficult now than it was two-to-three years ago. Seeing what’s out there is a great way to learn and get new ideas for outreach, and the wealth of information makes it easy to write effective prospecting emails.

Prospecting 100

Prospecting Decision Maker Hubspot Webinar Metrics 100

eGrabber

MARCH 25, 2022

Prospecting is one of the major challenges faced by B2B companies. A vast majority of the sales reps feel that B2B prospecting is more challenging than closing sales. Sales reps are even averse to prospecting because of the time & effort it involves to find the prospective customers. Yes, I mean it.

B2B 52

B2B Tools Prospecting Decision Maker 52

SBI

FEBRUARY 3, 2021

It’s a tall order to guarantee accuracy so I’ll resist the temptation. I’ll be giving more detail on the landscape and categories in future articles and webinars. The 2021 salestech market map represents a complete and thorough re-audit. That means, every single vendor on this graphic has been revisited – along with new ones.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

No More Cold Calling

JULY 17, 2014

It’s probably not surprising to see yet another webinar about LinkedIn. Pacific for a no-nonsense, 38-minute webinar. Sponsored by the One Page Business Plan Company, this webinar will enable salespeople to win at LinkedIn, without in-your-face selling! Click here to register for the webinar. I get invites all the time.

LinkedIn 264

LinkedIn Networking Webinar Metrics Cold Calling 264

Hubspot Sales

APRIL 1, 2020

There are many challenges that come with any part of a sales process — and prospecting is no exception. Weathering relentless rejections and spending hours pursuing a prospect just to find out they aren't actually a good fit for your product or service can be annoying at best and soul crushing at worst.

Prospecting 97

Prospecting Decision Maker Referrals Small Business 97

Fill the Funnel

JANUARY 13, 2016

I have been telling everyone I know about a terrific webinar coming up on Wednesday, January 20th called Virtual Sales Kickoff 2016. By attending you will hear focused, tight advice that is guaranteed to improve your sales success as soon as you apply it. Here is an example that I hope you will take advantage of. John Spence.

eBook 48

eBook Webinar Metrics Top of Funnel Cold Calling 48

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Comment Here.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

eGrabber

JULY 18, 2022

It builds lists of your ideal prospects on your PC, week after week. So you are guaranteed the lowest bounce rate. It just finds your ideal prospects and gets you their work email ID & phone info (typically not on LinkedIn). Anything you know about your prospect. eGrabber Webinar series. It runs on your PC.

LinkedIn 69

LinkedIn Leads Marketing Qualified Lead How To 69

No More Cold Calling

MARCH 22, 2018

In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. All of these things are important, critical even, but when perfectly implemented and executed there are still no guarantees. Plain and simple. Simply put: Sometimes technology holds us hostage.

Sales Enablement 135

Sales Enablement Decision Maker Cold Calling Guarantee 135

Sales and Marketing Management

AUGUST 13, 2018

Whenever your leads visit a specific page, CRM will automatically send them a sales pitch or the invitation to check out another piece of content such as eBooks or webinars. The best thing about this concept is that it doesn’t bother B2B prospects. Take No Prisoners. Utilize Marketing Content to Approach Clients.

CRM 168

CRM Leads Marketing Qualified Lead Top of Funnel 168

No More Cold Calling

JANUARY 18, 2018

To clarify: It is the #1 outbound prospecting method for account based selling teams. Your inbound sales lead generation strategies stay—blogs, webinars, podcasts, nurture marketing, website, eBooks, whitepapers, surveys, you name it. What changes is that your account based selling team commits to prospect by asking for referrals.

Referrals 204

Referrals Account Cold Calling Scale 204

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SalesHandy

JULY 21, 2021

LinkedIn cold messages are the perfect method for reaching out to business professionals that are qualified prospects. So how does one write a captivating cold message that guarantees replies? Protip: Before sending out such a message, ensure you are reaching out to the right prospects. LEARN MORE ABOUT LINKEDIN PROSPECTING.

LinkedIn 98

LinkedIn Ideal Customer Profile Webinar Metrics Sales Qualified Lead 98

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? f their entire budget.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

eGrabber

JULY 18, 2022

It builds LinkedIn lists – lists of your ideal prospects on your PC, week after week. So you are guaranteed the lowest bounce rate. It just finds your ideal prospects and gets you their work email ID & phone info (typically not on LinkedIn). Anything you know about your prospect. It is not a remote tool.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead How To 52

No More Cold Calling

FEBRUARY 25, 2018

A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Prospects and clients aren’t happenstance. It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. Pay attention.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? Believe that 57 percent of the buying process is complete before a prospect ever talks to a salesperson? But it has also made prospects less patient, and sales leads much less reliable. Once upon a time, prospects looked to salespeople for information.

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

Igniting Sales Transformation

SEPTEMBER 16, 2019

I would revise Gartner’s definition slightly to say, “designing and reacting to prospect and customer interactions to meet or exceed their expectations and, thus, increase pipeline, revenue, satisfaction, loyalty and advocacy.”. The most common strategy to engage new prospects starts with content. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Zoominfo

JULY 2, 2020

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Let’s look at an example: You send out an email to leads encouraging them to sign up for a webinar. How Does Marketing Automation Work? The ultimate goal? Closing more sales. Now, this is a very broad overview.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. Devastating.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

SEPTEMBER 27, 2012

Sales intelligence can identify connections between colleagues within an organization and prospects to reveal opportunities for meaningful sales contact. I love this post by Koka Sexton at InsideView about the importance of connections to drive referrals, create new sales opportunities, and truly engage your sales prospects and customers. (Do

InsideView 159

InsideView B2B Top of Funnel Webinar Metrics 159

Zoominfo

JUNE 4, 2019

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. Step up your swag.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

SalesLoft

SEPTEMBER 16, 2022

These larger, bottom-funnel content pieces are typically tied to broad lead generation campaigns and are designed to ultimately convert prospects into buyers. . It’s an excellent opportunity to engage with key clients and prospects across the industry while gathering data your competitors won’t have. . Annual/quarterly reports.

Top of Funnel 59

Top of Funnel Webinar Metrics Pipeline Strategy 59

SBI

DECEMBER 11, 2012

Join me on December 13 th , for a live webinar hosted by Social Selling University. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. There are tools for you to: Find prospects from within your social circles. I’ve seen the list of 31.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Miller Heiman Group

MAY 12, 2020

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Sales compensation is part art and part science.

Compensation 75

Compensation Quota Incentives Incentive 75

Apptivo

OCTOBER 3, 2022

Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers. The goal is to ensure that the prospect is aware of the brand as it lowers the barriers when the actual sales call / sales interaction is made. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

eGrabber

JUNE 18, 2021

As a sales person, you need to make around 70-80 calls a day without any guarantee that you will succeed. It is one place where you can find millions of prospects, decision makers and companies that match your ideal customer profile. You can leverage LinkedIn to its fullest potential and find laser-focused prospects.

Energy 52

Energy Hiring Decision Maker Ideal Customer Profile 52